SALES CHALLENGER | TUESDAY, OCTOBER 30, 2012
[Sales] Why Short Sales Cycles are Overrated
If you type “shorten the sales cycle” into Google you get over 200,000 hits with tips and tricks to get customers to close faster. But I will argue that a shorter sales cycle actually shouldn’t be your goal. realize this may cause your sales metric dashboard to implode, so let me explain. From contact to close in 2 weeks!”).
IT'S ALL ABOUT REVENUE | WEDNESDAY, OCTOBER 31, 2012
[Sales] 7 Ways Your Sales and Marketing Can Align
When sales and marketing are on the same page, performance is better. 88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, APRIL 20, 2011
[Sales] A process to connect social media, content marketing and sales
How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy. Let’s start with your good ol’ sales funnel. Now you know where the different elements can contribute to the sales process.
B2B LEAD GENERATION BLOG | SUNDAY, JANUARY 15, 2012
[Sales] OpenView Names Top 25 Sales Influencers for 2012
OpenView Labs named its top 25 sales influencers for 2012, and I am among them. Learn more about them here: Top 25 Sales Influencers for 2012. Current Affairs Inside Sales Leadership Sales Thought LeadershipTweet I received some news today that leaves me both humbled and honored.
SALES CHALLENGER | TUESDAY, JUNE 17, 2014
[Sales] The Reason for Increased Sales Cycle Lengths
Over the past 8 months, the CEB Sales Leadership Council has been researching the answers to the most pressing challenge faced by sales organizations today: influencing the purchasing decisions of the increasing number of diverse stakeholders involved in B2B sales deliberations today. Want to learn what CEB Sales learned?
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 23, 2014
[Sales] Sales and Marketing Alignment Equals More Revenue
AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
GREAT B2B MARKETING | MONDAY, FEBRUARY 23, 2015
[Sales] How to Beat Larger Competitors at B2B Marketing and Sales
One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JANUARY 27, 2015
[Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
SALES CHALLENGER | WEDNESDAY, OCTOBER 30, 2013
[Sales] Gamification: Fad or the Next Big Thing in Sales?
We recently sat down with Rajat Paharia, author of Loyalty 3.0: How to Revolutionize Customer and Employee Engagement with Big Data and Gamification , to learn about how sales organizations are using gamification to motivate sales performance and modify seller behaviors among other things. Paharia, at least, would argue yes.
SALES CHALLENGER | TUESDAY, JUNE 5, 2012
[Sales] 6 Principles to Make the Most of Your Sales Metrics
Has your sales team met its quarterly target? But, why did your sales team miss its quarterly target? Most sales organizations spend a considerable amount of time reporting various performance and productivity metrics. As a result, metrics seldom inform sales strategy and business decisions. Sales Insights Sales Metrics
FEARLESS COMPETITOR | TUESDAY, FEBRUARY 22, 2011
[Sales] Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap
But the fact is: Very few sales and marketing team get along well. Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. Everyone talks about it. Bob Apollo.
YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 19, 2012
[Sales] Sales Leadership: Closing Summer Business
Sales Leadership: Closing Summer Business. Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. Increase your sales strategy. Ken’s latest book is: “Leading High Performance Sales Teams”.
SALES INTELLIGENCE VIEW | MONDAY, SEPTEMBER 26, 2011
[Sales] 25 Influential Leaders In Sales
Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of sales.
GROW - PRACTICAL MARKETING SOLUTIONS | TUESDAY, JULY 16, 2013
[Sales] 5 ways to use social media in sales even if your customer isn’t on Facebook
When I talk to B2B sales teams, one of the biggest concerns I hear is: “but my customer isn’t on Twitter.” Here’s a simple idea to give your sales team a little edge: Unify your company and product descriptions so that every employee becomes a potential beacon for your brand. Follow all these people! Thank you.
GREAT B2B MARKETING | FRIDAY, AUGUST 23, 2013
[Sales] 10 Critical B2B Sales and Marketing Metrics – Part 2
Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g.
SALES CHALLENGER | MONDAY, JULY 22, 2013
[Sales] Is Your Sales Process Hurting or Helping Reps?
In our last post from our series on Driving Sales Transformation , we discussed what sales organizations can do to allow reps to exercise judgment. But, as we have previously argued , our research shows that activity-driven process adherence is standing in the way of reps adopting winning sales behaviors.
ANNUITAS | MONDAY, APRIL 11, 2011
[Sales] The B2B Sales Role in the New Buying Process
I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales. It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person).
MARKETING GENIUS BLOG | TUESDAY, AUGUST 17, 2010
[Sales] Getting in Step with Sales
I was recently reviewing slides from Gartner analyst Michael Dunne’s Customer 360 Summit presentation on Mapping Sales Productivity to the Cloud Applications. What smacked me over the head was slide number #12 which detailed the mis-perceptions, missteps and reality of the sales professional. It’s a doozy: Misperceptions about Sales.
SALES INTELLIGENCE VIEW | MONDAY, AUGUST 13, 2012
[Sales] 25 Influential Leaders in Sales – 2012 edition
In 2011, we began InsideView’s 25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
SALES INTELLIGENCE VIEW | MONDAY, AUGUST 13, 2012
[Sales] 25 Influential Leaders in Sales – 2012 edition
In 2011, we began InsideView’s 25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
SALES PROSPECTING PERSPECTIVES | MONDAY, DECEMBER 29, 2014
[Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
BUYER INSIGHTS | THURSDAY, NOVEMBER 1, 2012
[Sales] Stress Release for Sales People
A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’ Fitness for Success [.].
SALES CHALLENGER | TUESDAY, APRIL 16, 2013
[Sales] Why You Should Question Your Sales Culture
Today, more than ever before, sales organizations are embracing change. However, in our conversations about successful transformation strategies with sales leaders around the world, we noticed that an area that is rarely talked about is that of sales culture. And, can sales culture be changed anyway?
SALES INTELLIGENCE VIEW | MONDAY, JANUARY 23, 2012
[Sales] 25 Motivational Sales Quotes
gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
BUYER INSIGHTS | FRIDAY, MARCH 28, 2014
[Sales] How Healthy Is Your Sales Organization?
Sales managers often think about the effectiveness of the sales team, sales strategy or sales process. However, there is one vital ingredient of sales success that is generally overlooked. That is the health of the sales organization.
SALES PROSPECTING PERSPECTIVES | TUESDAY, FEBRUARY 3, 2015
[Sales] 7 Techniques to Stay Optimistic During Your Sales Superbowl
B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Sales development reps can move along in their day like a football player moves along on the field. Sales Motivation Optimism Handling Sales Objections B2B Sales Success
YOUR SALES MANAGEMENT GURU | SUNDAY, JANUARY 6, 2013
[Sales] Open 4 Doors to Sales
For all the confidence and poise they possess, sales reps can be paranoid individuals. Here are four critical Open Doors in sales – entry points likely to leave your accounts vulnerable. The Third Open Door: Service after the sale . Four Open Doors. . But that would be a lie. To close this door, ask yourself these questions: .
THE POINT | TUESDAY, JANUARY 14, 2014
[Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, OCTOBER 15, 2014
[Sales] The Evolution of the Sales Role
Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Steps to Building Value So The Sale Closes Itself
SALES CHALLENGER | TUESDAY, JUNE 25, 2013
[Sales] Does Sales Have an Image Problem?
In our last post we explored the idea of looking outside of traditional sales talent pools to source a higher number of Challenger reps. candidates with no prior sales experience) presents new challenges for sales organizations. But, first and foremost, we must ask whether or not these people want to work in sales?
YOUR SALES MANAGEMENT GURU | MONDAY, JANUARY 14, 2013
[Sales] Sales Management: Taking Smart Risks
Sales Management: Taking Smart Risks. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His latest book is “Recruiting High Performance Sales Teams”. Ken@AcumenMgmt.com www.AcumenManagement.com. How Sharp Leaders WIN When Stakes are High.
SALES PROSPECTING PERSPECTIVES | FRIDAY, MAY 23, 2014
[Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
FEARLESS COMPETITOR | WEDNESDAY, JUNE 8, 2011
[Sales] What Sales REALLY Needs From Marketing
Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. Jill Konrath. As a result, 1/2 of salespeople did not make quota last year.
THE EFFECTIVE MARKETER | TUESDAY, JUNE 26, 2012
[Sales] How to Get Sales and Marketing on the Same Page
Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
SALES CHALLENGER | TUESDAY, AUGUST 16, 2011
[Sales] What Golf Can Teach You About Sales Metrics
Let’s face it—it’s hard to get sales metrics right. Not only is it important to measure the right metrics so that you have an accurate picture of how your sales force is performing, but you also need to get your sales people to care enough about metrics to use them. From the Road Sales Metrics
SALES INTELLIGENCE VIEW | MONDAY, MARCH 26, 2012
[Sales] Do You Treat Your Sales Teams Like The Hunger Games?
The Hunger Games in Sales. The mentality of hiring a bunch of sales people and leaving it to them to sink or swim is barbaric. There are career sales people (Tributes) that have been trained for years that you will have to go up against and to compete, you need training. Being the Tribute Winner in Sales. Sales 2.0
IT'S ALL ABOUT REVENUE | FRIDAY, MARCH 16, 2012
[Sales] 5 Fundamental Sales Lessons from March Madness History
But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 26, 2013
[Sales] Building a Sales Pipeline
Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
B2B LEAD GENERATION BLOG | FRIDAY, JANUARY 27, 2012
[Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
VIEWPOINT | THURSDAY, AUGUST 29, 2013
[Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, SEPTEMBER 10, 2014
[Sales] 15 Sales Hacks You Should Know From Past Sales Hacker Events
Sales Prospecting Perspectives is pleased to bring you a guest post from Max Altschuler , Founder and CEO of Sales Hacker Media. With the Sales Hacker Conference in Boston only a few days away, let''s look back on past sales hacks revealed at recent Sales Hacker Conferences. 15 at 9 a.m. More details here.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 30, 2014
[Sales] Supercharge Your Sales and Marketing Vocabulary
Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. You should never allow price to be a valid objection to any sales development call. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. not you.
THE CRAP REPORT | THURSDAY, OCTOBER 14, 2010
[Sales] Sales Prospecting Lessons from New Jack City
Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it. Additionally, in that same report, Trish shares that Training falls to sixth (from fourth in 2009) in terms of top challenges that face Inside Sales leaders face. Where were you in March of 1991? . The lesson here?
FEARLESS COMPETITOR | SATURDAY, APRIL 27, 2013
[Sales] A TweetChart Analysis of our Keyword “Sales Lead Generation”
Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.
SALES INTELLIGENCE VIEW | MONDAY, NOVEMBER 28, 2011
[Sales] Top 12 Ways Sales Leverages the Internet
It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. The important task of sales research. Prospecting Sales 2.0 56% conduct webinars.
FEARLESS COMPETITOR | WEDNESDAY, MAY 4, 2011
[Sales] How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
More quality sales opportunities leads to more sales which leads to higher revenue and market share. Marketing automation like Eloqua, Marketo and Silverpop have empowered companies to drive many more sales opportunities in an automated manner. sales challenges sales funnel Sales Leads sales-ready leads
FEARLESS COMPETITOR | MONDAY, AUGUST 22, 2011
[Sales] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
B2B Demand Generation | Why it belongs in Marketing – Not Sales. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? So why do sales people do it? Great show! David.
FEARLESS COMPETITOR | TUESDAY, MARCH 15, 2011
[Sales] The Invisible Sales Rep
To read the original post, please visit: The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? They wanted my opinion as to which areas of their sales strategy and tactics need to have a new focus. Average # of LinkedIn connections per Sales Manager/leader: 307.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 6, 2013
[Sales] Why New Sales Hires Frequently Fail
Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
SALES INTELLIGENCE VIEW | THURSDAY, OCTOBER 18, 2012
[Sales] #Motivational Sales #Quotes
Especially when that quote can get you motivated for your job in B2B Sales. We have created a new social profile to serve up great motivation for sales people. Sales intelligence is important but great quotes just give sales people that extra push to go on. Sales 2.0 Everyone loves a good quote.
FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
[Sales] 3 Steps to Aligning Marketing and Sales
and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page. Below I have outlined three steps that can move your organization towards marketing and sales alignment.
BIZNOLOGY | THURSDAY, NOVEMBER 1, 2012
[Sales] How the Internet has made your B2B sales process outdated
30 years ago, I learned how IBM qualified leads for sales. And unless you have seriously revisited it the last few years, the Internet has broken your B2B sales process. All this was brought to mind as I prepared for a session I am doing Monday in Copenhagen for the IAA on using social media for sales leads.
VIEWPOINT | TUESDAY, APRIL 28, 2015
[Sales] 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales Process
STORIES THAT SELL | TUESDAY, SEPTEMBER 11, 2012
[Sales] Supercharge Your Sales Conversations with Story
We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
FOLLOW THE LEAD | TUESDAY, MAY 11, 2010
[Sales] Mixed bag on ability of comp plans to drive sales
The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights ‘ 2010 Sales Performance Optimization study.
YOUR SALES MANAGEMENT GURU | THURSDAY, FEBRUARY 12, 2015
[Sales] What Sales Compensation Trends Are in Store for 2015?
What Sales Compensation Trends Are in Store for 2015? . look into the Alexander Group’s “2015 Sales Compensation Trends Survey” reveals that companies plan to offer moderate pay raises of 3 percent for sales personnel in 2015. Sales departments have a long history of overspending their compensation budgets. By David J.
FOLLOW THE LEAD | TUESDAY, AUGUST 17, 2010
[Sales] Sales-exec-as-publisher-model taking shape
' For Greg Verdino , it’s dangerous for b-to-b sales and marketing execs to be lulled into thinking that social media is predominately for consumer markets. ’ “I’m not saying traditional sales goes away,” Verdino said. Verdino, who has worked in the strategic marketing and sales arenas at Akamai Technologies and Globix Corp.,
IT'S ALL ABOUT REVENUE | MONDAY, APRIL 23, 2012
[Sales] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. Metrics. And therein lies the disconnect.
SALES CHALLENGER | TUESDAY, AUGUST 28, 2012
[Sales] Salesforce Chatter: Bringing Social to Sales
This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
IT'S ALL ABOUT REVENUE | WEDNESDAY, OCTOBER 2, 2013
[Sales] 4 Ideas to Ensure Success With Sales Analytics
by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. Second, provide data access to everyone.
CONVERSIONATION | THURSDAY, JULY 21, 2011
[Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
YOUR SALES MANAGEMENT GURU | MONDAY, MAY 14, 2012
[Sales] Are You Facing Sales Fatigue?
Are You Facing Sales Fatigue? It begins with a focus on communication and a series of actions to build belief within your sales team. Sales organizations are the critical ingredients in building a total organizations culture of expectation and success. Sales Action Plans. Executive Action Plans. It must be real.
B2B MARKETING INSIDER | TUESDAY, MARCH 20, 2012
[Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people?
GREAT B2B MARKETING | THURSDAY, JANUARY 15, 2015
[Sales] Lower the Cost and Boost the Productivity of B2B Sales
Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
SALES INTELLIGENCE VIEW | WEDNESDAY, OCTOBER 24, 2012
[Sales] #Outboundprospecting with Sales Intelligence
Outbound prospectors hunt like coyote, and Sales Intelligence aids them like the badger. Uncover how Sales Intelligence can grow your outbound business. Sales managers usually devise outbound plans that outline 5 stages of successful outbound prospecting. Use Sales Intelligence to follow your target accounts and decision makers.
SMASHMOUTH MARKETING | MONDAY, AUGUST 3, 2009
[Sales] Sales Ready Leads: Quality vs. Quantity
Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. As David Greenberg, Sr. Quality Vendor. Cancel/Reject Rate.
BUYER INSIGHTS | SUNDAY, NOVEMBER 11, 2012
[Sales] When Sales Managers Become Micro-Managers
Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement.
MARKETING LEADERSHIP COUNCIL | TUESDAY, DECEMBER 13, 2011
[Sales] 10 Sales Trends for 2012
(the following is a guest post from Nick Toman, head of the Sales Executive Council, our sister program for heads of sales. It originally appeared on their blog, T he Sales Challenger.). Customers increasingly don’t need Sales’ help or expertise. Leading sales organizations will find ways to shape customer demand.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, MARCH 19, 2014
[Sales] 4 Reasons to Switch to an Inside Sales Model
Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. Inside Sales Reps Can Reach More Prospects.
SALES CHALLENGER | TUESDAY, FEBRUARY 25, 2014
[Sales] Your Sales Training Is Falling Short
With the sales environment becoming more complex, sales skills of the past are no longer sufficient. Building a successful sales training program is a top priority for every organization. To upskill reps on new skills, sales organizations need to find ways to make that training “stick” in the field.
FEARLESS COMPETITOR | FRIDAY, AUGUST 9, 2013
[Sales] 7 Keys to Lead Scoring Success in Sales Lead Generation
This important need is why the sales lead generation company Find New Customers created the “7 Keys” series of content – simple and quick reads giving you great marketing tips to help you fill sales funnels. Only by combining both factors can you send truly qualified leads to sales. With lead scoring.
INDUSTRIAL MARKETING TODAY | MONDAY, AUGUST 27, 2012
[Sales] Digital Marketing Can Increase Industrial Sales
Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
SALES CHALLENGER | MONDAY, OCTOBER 10, 2011
[Sales] Take Your Sales Process to the Next Level
The sales process of just a few years ago is no longer effective—that’s what we’re hearing in our recent discussions with members. Consequently, running the sales process of years passed is leading to extended cycle times, stalled business, and inaccurate forecasts. Sales Insights Sales ProcessThe culprit?
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 16, 2013
[Sales] B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment
Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012. Look at them through the eyes of the sales person,” Harman explained.
ANNUITAS | MONDAY, JUNE 1, 2015
[Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
SALES INTELLIGENCE VIEW | WEDNESDAY, AUGUST 22, 2012
[Sales] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
With the rise in this increasing phenomenon, sales professionals need to be ready to fully understand how it is effecting businesses. 79% of sales reps that incorporated social selling achieved their quota over the last calendar or fiscal year. Sales reps that deployed social selling saw a 16.3% Dreamforce Sales 2.0
YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 7, 2014
[Sales] Sales Planning for 2014
Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. The quarterly sales plan by salesperson must be much more tactical. Ken’s latest book is “Leading High Performance Sales Teams”.
STORIES THAT SELL | TUESDAY, AUGUST 10, 2010
[Sales] Customer References Trim the Sales Cycle
Customer case studies pull major weight among your marketing and sales materials. References are so valuable that a strong one can actually shorten the sales cycle. Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process.
SALES INTELLIGENCE VIEW | THURSDAY, JUNE 11, 2015
[Sales] Learn Why 2,000 B2B Leaders Agree That Sales-Marketing Alignment is a Hot Topic!
Marketing Sales forrester research forrester tips tricks forrester webinar laura ramos laura ramos webinar marketing tips tricks sales marketing alignment sales marketing collaboration sales marketing leadership sales marketing relationship sales tips tricks
BUYER INSIGHTS | SATURDAY, NOVEMBER 3, 2012
[Sales] Sales Sabotage: When Politics and Internal Divisions Retard Sales
You have often heard the saying; ‘a house divided among itself will fall’ The same is true of the sales organization. However, However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. Is There An Enemy Within?
DIGITAL BODY LANGUAGE | TUESDAY, SEPTEMBER 8, 2009
[Sales] Relationship Sales and Today's New Buyer
For years, the prevailing thinking in sales has been oriented around relationship sales. The access to information, which was once mainly managed by sales, is now open to all. So where does that leave the discipline of Sales?
FOLLOW THE LEAD | TUESDAY, DECEMBER 21, 2010
[Sales] The Sweet Spot: three predictions for b2b sales in 2011
Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. “I don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.].
B2B CONVERSATIONS NOW | TUESDAY, JANUARY 11, 2011
[Sales] Inside Sales 2011 - It’s Inbound Time!
What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? EchoQuote™ will be presenting how it’s tool is giving Inside Sales Teams the edge by serving up interested, inbound prospects directly from the corporate website.
IT'S ALL ABOUT REVENUE | WEDNESDAY, AUGUST 8, 2012
[Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
VIEWPOINT | TUESDAY, APRIL 14, 2015
[Sales] What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]
On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. PowerViews Sales & Marketing Management There is no value in that. Instead, try to add value.” — Chris Brogan.
SALES CHALLENGER | MONDAY, FEBRUARY 17, 2014
[Sales] One Way to Take Control of Price-Driven Sales
Recent shifts in customer buying behavior still have suppliers playing a seemingly endless game of catch up with buyers as they try to manage the ongoing implications these changes have on B2B sales. Also visit our Challenger Selling and Taking Control resources to learn more about how you can arm your sales force to challenge customers.
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 8, 2011
[Sales] 20 Awesome Sales Posts You Should Read
Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
MARKETING INTERACTIONS | FRIDAY, OCTOBER 14, 2011
[Sales] A B2B Marketing-Sales Funnel Disconnect
find it really interesting to learn what marketers think about their work, challenges and achievements. I've read a lot of research in the last few weeks - must be a fall thing - but Marketing Sherpa's Chart of the Week displaying the most challenging marketing-sales funnel processes got me thinking. hear this challenge a lot. Really?
STORIES THAT SELL | THURSDAY, FEBRUARY 10, 2011
[Sales] 8 Traits of Sales-Win Stories
Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Many companies create sales-win success stories to document what was behind a particular sale. Who did sales reps talk to?
SALES INTELLIGENCE VIEW | SATURDAY, DECEMBER 1, 2012
[Sales] Motivate Your Team to Sales Success
With fiscal year end in sight for many sales organizations, December can usher a pressure unfelt throughout the rest of the year into a month already packed with holiday parties and vacation plans. If you do not have an individual incentive program for your sales reps, create one for December. Collect feedback from the sales reps.
INDUSTRIAL MARKETING TODAY | TUESDAY, MAY 22, 2012
[Sales] E-commerce: An Important Channel for Industrial Sales
I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
INDUSTRIAL MARKETING TODAY | TUESDAY, JANUARY 15, 2013
[Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 27, 2012
[Sales] Sales Leadership: Focus on Focus
Sales Leadership: Focus on Focus. The company has been growing, not at an aggressive pace but slowly and the sales organization was in chaos, working opportunistically on various sales deals and randomly in the marketplace. This particular client has not had a sales training program for over 5 years. www.AcumenMgmt.com.
LEAD VIEWS | MONDAY, OCTOBER 1, 2012
[Sales] Sales is from Mars – Martoons
B2B marketing B2B Sales business cartoons marketing curiosity martoons Sales sales forecast[[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SALES INTELLIGENCE VIEW | TUESDAY, DECEMBER 18, 2012
[Sales] 32 Must Have Sales Tools in 2013
Last week, InsideView, along with DocuSign and Kred, held an extremely successful webinar titled: “32 Must Have Sales Tools in 2013.” ” The presentation featured 32 sales tools chosen by a handful of the most influential leaders in B2B sales. Sales and Marketing Technologist for Fill the Funnel, Inc.
SALES INTELLIGENCE VIEW | FRIDAY, DECEMBER 21, 2012
[Sales] The 8 Types of Sales Reps
In a 2010 study for the Harvard Business Review, Lynette Ryals and Iain Davies observed 800 sales professionals in live meetings. They discovered that sales reps exude one of eight personalities, and that only 3 of those personalities (accounting for 37% of the sales reps) are consistently effective. The Best. Experts. Closers.
FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
[Sales] Business to business sales trends for 2011
As b2b sales reps budget for 2011, sales expert and author Steve Martin discussed Big Picture items in store for next year and their sales implications: Consolidation on steroids: Martin points to a slew of major deals this year – SAP’s purchase of Sybase for $5.8 billion and Intel buying McAfee for nearly $8 billion [.].
FEARLESS COMPETITOR | MONDAY, APRIL 11, 2011
[Sales] B2B Sales – A Whole New World
B2B Sales and Marketing: my, how the world changed. Listen to the Focus.com B2B Sales Roundtable here. Focus.com hosted another great roundtable on B2B sales with three top sales experts. Sales 101 does not get the job done anymore. The basic sales call, understanding needs, writing a proposal is not enough.
GROW - PRACTICAL MARKETING SOLUTIONS | THURSDAY, DECEMBER 5, 2013
[Sales] 5 Steps to effectively use case studies in your sales presentation
How many times have you walked away from a sales presentation muttering “I still don’t have a clue what they do … or why I should care.”. The biggest culprit is usually a sales pitch too dense with words, graphs and images to make any sense. That’s think the case study is an under-used sales technique in many situations.
FOLLOW THE LEAD | FRIDAY, NOVEMBER 12, 2010
[Sales] Assessing experienced sales reps’ worth
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